JOB TITLE: SUBPRIME FINANCE DIRECTOR

Location: Sherwood Kia
Department: Finance & Insurance (F&I)
Reports To: General Manager / Dealer Principal
Compensation: Base salary + commission/bonus structure

POSITION OVERVIEW:

We are seeking a results-driven and experienced Subprime Finance Director to lead and grow our dealership’s subprime finance operations. This individual will play a critical role in helping credit-challenged customers secure auto financing, while maximizing dealership profitability and maintaining compliance with all lending regulations.
The ideal candidate will have deep experience in subprime financing, established lender relationships, strong desking and structuring skills, and a customer-first mindset. This is a leadership role requiring strategic oversight, hands-on deal involvement, and team development.

QUALIFICATIONS:

• 3+ years of experience in automotive F&I, with at least 2 years in a subprime-focused leadership role.
• Proven track record of securing subprime financing and growing special finance volume.
• Strong relationships with major subprime lenders and financial institutions.
• Expert-level knowledge of credit bureaus, deal structuring, and lender guidelines.
• High ethical standards and a deep understanding of regulatory requirements (e.g., FTC, Red Flags, Truth in Lending, Fair Lending).
• Proficiency with dealership CRM, DMS (e.g., Dealertrack, RouteOne, Reynolds & Reynolds, CDK, etc.), and desking tools.
• Excellent communication, negotiation, and interpersonal skills.
• Bilingual a plus

• Oversee all subprime finance operations within the dealership.
• Structure, submit, and secure approvals for subprime and near-prime deals from a network of lending institutions.
• Develop and maintain strong relationships with subprime lenders, credit unions, and special finance banks.
• Train and mentor F&I managers and sales staff on subprime processes and compliance.
• Analyze customers’ credit profiles to determine the best financing options.
• Maintain up-to-date knowledge of lender programs, stipulations, and rate changes.
• Ensure all documentation and contracts are accurate, complete, and compliant with federal, state, and dealer policies.
• Monitor subprime deal profitability and develop strategies to increase approvals and back-end gross.
• Implement lead management and follow-up processes to improve conversion rates for subprime leads.
• Collaborate with the sales and internet departments to ensure a seamless subprime sales experience.
• Track and report on performance metrics, including approval rates, gross per unit, and lender penetration.